Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
2.
Social Selling is one of the most
talked about topics amongst
sales & marketing professionals.
I started exploring the topic around 2010,
and thought I’d write down some of
the thoughts & lessons learned
about Social Selling.
Hope you enjoy,
BR. Sani
4. What is the biggest challenge
around sales in the digital era?
5. Salespeople are missing in their message delivery
There are plenty of bullets fired,
but they are not hitting the targets
6. RevenueActivities
WHEN THE GOING GETS TOUGH, THE TYPICAL WAY IS TO FOCUS ON
INCREASING THE SALES ACTIVITY IN THE TRADITIONAL WAY.
IN MANY COMPANIES THIS STILL MEANS COLD CALLING
THE PROSPECTS LIKE IT’S STILL 1999.
7. THIS LEADS TO SALES CALL OVERFLOW TO CXO’S.
AND IN THE WORST CASES ONLY 0,5 - 5%
OF COLD CALLS LEAD INTO A MEETING.
KELLER CENTER RESEARCH REPORT.
27. OF B2B DECISION MAKERS
ARE USING SOCIAL MEDIA TO MAKE
PURCHASING DECISIONS.
84 %
IDC White Paper: Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience
29. CMO Council Study
OF B2B DECISION MAKERS SAY THAT
ONLINE CONTENT HAS MAJOR OR AT
LEAST MODERATE IMPACT
ON VENDOR SELECTION.
87 %
30. USING THE RIGHT CONTENT & CHANNEL MIX,
ON CAN ENGAGE THE CUSTOMER BETTER DURING BUYING PROCESS.
31. 61 %
OF B2B DECISION MAKERS SAID THAT
WINNING VENDORS DELIVERED A BETTER
MIX OF CONTENT APPROPRIATE FOR EACH
STAGEOF THE PURCHASING PROCESS.
Demand Gen - B2B Buyer Behavioural Survay 2014
46. IN 2O10, I ANALYSED ALL MY DEALS
RESULTS WERE REALLY AN EYE OPENER.
Slide to unlock potential
47. 3RD DEGREE* CONNECTIONS RESULTED:
80 % CAME VIA SOCIAL MEDIA
*INBOUND LEADS FROM PEOPLE THAT I DID NOT EVEN KNOW BEFORE.
24 % OF € VALUE FROM ALL SALES
19 % OF AMOUNT FROM ALL SALES
48. WHAT WOULD HAPPEN IF THE
ACTIONS AROUND SOCIAL
WOULD BE PLANNED
AND MEASURED
PROPERLY
I ASKED MYSELF A QUESTION
THIS IS HOW & WHEN I STARTED DOING..
?
56. SOCIAL SELLING IS ABOUT LISTENING TO CUSTOMER FIRST
AND TELLING YOUR INSIGHTFUL THOUGHTS SECOND.
57. BEFORE YOU TURN UP THE VOLUME,
MAKE SURE THAT THE CUSTOMER LIKES THE MUSIC.
@SaniLeino
58. Find your way in
by making the kind of music
what the customer already
likes to listen.
Many customers are already “using headphones”
with Active Noice Cancelling.
@SaniLeino
60. THERE IS NO REASON TO DO COLD CALLS
WHEN YOU CAN MAKE PRE-HEATED ONE’S.
61. STOP THE HIP SHOOTING
WITH A MACHINE GUN*
*EXCEPT IF YOUR PERSONAL BRAND OR LEFT BICEP
IS AS STRONG AS TERRY CREWS’S HERE,
THEN YOU CAN DO WHAT EVER YOU LIKE.
SOCIAL TOOLS & MEDIAS OFFER SO MUCH
INFORMATION IN ADVANCE, SO WE CAN
62. PRAISE + RELEVANCE + TIMING
+ EXAMPLE + REFERENCE + CLEAR SUGGESTION.
= 80-90 % PULL
THE FORMULA OF A PERFECT CONTACT:
63. THE SOCIAL SELLING LANDSCAPE
HOW DIFFERENT PLATFORMS
WOULD COMPARE TO REAL LIFE SITUATIONS
71. PLANT A TREE
BUT AS YOU KNOW:
THE BEST TIME TO
PLANT A TREE WAS
20 YEARS AGO.
THE SECOND BEST
TIME IS NOW.
-CHINESE PROVERB
“The best time to plant a tree was 20 years ago.
The second best time is now.”
- Chinese Proverb
72. Create Twitter ja LinkedIn accounts Add them to your email signatureStart following influencers
around your field Make yourself a simple goal
and remember to measure Start sharing and creating content!
Br. @SaniLeino
How to Start?`
Thank you for
your time!